Strategic customer management : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane
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| Autore: |
Piercy Nigel
|
| Titolo: |
Strategic customer management : strategizing the sales organization / / Nigel F. Piercy and Nikala Lane
|
| Pubblicazione: | Oxford ; ; New York, : Oxford University Press, 2009 |
| Edizione: | 1st ed. |
| Descrizione fisica: | xvi, 321 p. : ill |
| Disciplina: | 658.8/12 |
| Soggetto topico: | Customer relations - Management |
| Customer services | |
| Altri autori: |
LaneNikala
|
| Nota di bibliografia: | Includes bibliographical references and index. |
| Nota di contenuto: | Intro -- Contents -- List of Figures and Table -- About the Authors -- What the Experts Say About Strategic Customer Management -- Part I: Making the Case -- 1. Introduction: Is Sales the New Marketing? -- Appendix 1.1 Diagnosing the Changing Salesforce Role -- Part II: Making the Sales Organization Strategic -- 2. Involvement: Putting Sales Back into Strategy -- 3. Intelligence: You Are What You Know -- 4. Integration: Getting Your Act Together Around Customer Value -- Appendix 4.1 Mapping Cross-functional Relationships -- 5. Internal Marketing: Selling the Customer to the Company -- 6. Infrastructure: Aligning Sales Process and Structure with Business Strategy -- Part III: Meeting Broader Challenges Yet -- 7. Inspiration: Filling the Leadership Gap -- 8. Influence: The Power to Change Things -- 9. Integrity: The Challenge of Corporate Responsibility and Ethics That Matter to Customers -- 10. International: Looking Beyond National Boundaries Because Customers Do -- Appendix 10.1 How Strategic is Your Sales Organization? -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- J -- K -- L -- M -- N -- O -- P -- Q -- R -- S -- T -- U -- V -- W -- X. |
| Sommario/riassunto: | A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. |
| Titolo autorizzato: | Strategic customer management |
| ISBN: | 0-19-160928-5 |
| 9786612053313 | |
| 1-282-05331-0 | |
| 0-19-156764-7 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910965030203321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |